“Your prospect’s Critical Date is not your end of quarter…!” – Me What’s in This Article for You? An End-of-Quarter Dialog Buckets of Money
Critical Dates – Prevent Prospect Procrastination: A Never Stop Learning! Article Read More »
Excellent and amusing summary of key Great Demo! ideas in a 39-minute podcast! https://digitalwildcatters.com/podcasts/what-the-funk/ Type “Cohan” in the search box and choose episode 13
Congrats You Just Gave a Horrible Demo! Read More »
Test yourself! Do you know: What are Expansion Questions? What are Ranging Probes? What are Biased Questions? What is quid pro quo in discovery?
Hey Presales and Sales! Which of These Don’t You Know But Should? Read More »
Many coaches/experts encourage us to use mirroring as a method of building rapport in our meetings with prospects and customers. It is also generally
Is Mirroring Authentic? Read More »
“Let’s see,” I wondered, “What are the various tools on my travel Swiss Army Knife?” Large blade (extremely sharp) Small blade (also extremely sharp)
Situation Slides: A Swiss Army Knife for Sales and Presales Read More »
“I’ve read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a
“Recently, I Stumbled upon a True Gem…” Read More »
Is it… A qualified lead? Ten questions? Twenty questions? Fifty questions? A longer list of questions? One hour per person? A clear definition of
How Much Discovery Is Enough? Read More »
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools
Situation Slides: A Swiss Army Knife for Sales and Presales Read More »
Qualification is done for of the vendor only; Discovery is done for both parties! https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
What’s the Core Difference Between Qualification and Discovery? Read More »
Why Your Demos May be Costing You Deals I joined the fine folks at Austin Lawrence Group for this 35-minute conversation: 00:45 Provocative Questions!
The SaaS Backwards Podcast and Great Demo! Read More »
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